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Publications
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(120,381)
- Faculty Publications (1,990)
- 1995
- Simulation
Moms.com Simulation and Teaching Note
By: A. Tenbrunsel and M. Bazerman
Keywords: Conflict and Resolution
- 1995
- Chapter
Negotiating Rationally: The Power and Impact of the Negotiator's Frame
By: M. A. Neale and M. H. Bazerman
- 1995
- Chapter
Regression to the Mean, Expectation Inflation, and the Winner's Curse in Organizational Contexts
By: J. R. Harrison and M. H. Bazerman
- 1995
- Simulation
SHARC Simulation and Teaching Note
By: K. Wade-Benzoni, A. Tenbrunsel and M. Bazerman
Keywords: Conflict and Resolution
- Article
The Bittersweet Feeling of Success: An Examination of Social Perception in Negotiation
By: L. Thompson, K. L. McGinn and R. M. Kramer
- 1995
- Chapter
Towards a Winning Climate Coalition
- December 1994
- Case
Four-Way Organization: One Round
One round of negotiation exercise to explore the dynamics of coalition formation. View Details
- Article
Non-verifiability, Costly Renegotiation, and Efficiency
By: Jerry R. Green and J. J. Laffont
We study the implications of the non verifiability of information for the allocation of resources and the bearing of risk in a two party relationship. We consider a two step approach. In step one the two parties define a non contingent contract which will be executed... View Details
Keywords: Negotiation
- December 1994
- Article
The Inconsistent Role of Comparison Others and Procedural Justice to Hypothetical Job Descriptions: Implications for Job Acceptance Decisions
By: M. H. Bazerman, H. A. Schroth, P. P. Shah, K. A. Diekmann and A. E. Tenbrunsel
- November 1994 (Revised January 1995)
- Case
Wheeling and Dealing: The Zirconia GT
By: Howard Raiffa, James K. Sebenius, Craig Best and Scot Melland
A personal negotiation episode in purchasing a car is presented. Tactics and strategies commonly encountered by car buyers and car salespeople are illustrated. View Details
- October 30, 1994
- Article
Sports Strikes: Let the Games Continue
By: James K. Sebenius and Michael A. Wheeler
- 1994
- Chapter
Biases and Rationality in the Mediation Process
By: K. Gibson, L. L. Thompson and M. H. Bazerman
- March 1994
- Article
Alternative Models of Price Behavior in Dyadic Negotiations: Market Prices, Reservation Prices and Negotiator Aspirations
By: S. B. White, K. L. McGinn, M. H. Bazerman and M. A. Neale
- January 1994 (Revised December 1994)
- Exercise
Four-Way Organization
Three divisions seek to form a two- or three-way conglomerate of maximum economic value. A manager seeks to assist them. Individual and shared interests are in conflict. View Details
- Article
Mentoring: Application for the Practice of Radiology
By: L. L. Barr, K. Shaffer, K. L. McGinn and B. J. Hillman